30-60-90 Day Sales Territory Plan Template

What is a 30-60-90 day sales territory plan?

Your 30-60-90 day sales territory plan is a blueprint explaining how you’ll turn your region into a profitable operation. This framework helps your organization target the right customers, implement goals for revenue, and achieve consistent sales growth over time. Each section of the plan includes specific priorities.

First 30 days:

• Define your ideal customer persona
• Identify your competitors
• Discover your top accounts

31-60 Days:

• Define your sales goals and KPIs
• Identify your top leads
• Build your route schedule

61-90 Days:

• Get qualitative feedback
• Analyze your results

How do you create a 30-60-90 day sales territory plan?

Your plan needs to show management that you can develop a sales territory like a real outside sales rep. A lot of new reps think they can improvise instead of creating a detailed sales plan. Follow along with the instructional template copy to create your own sales territory plan. Generally, here are the things you’ll include in your plan:

First 30 Days:

• Understand and analyze your market. User personas (or buyer personas) represent the ideal customers who will engage with your product. Use this section to align everyone in your company on who your ideal customer is: their behavior, needs, interest, and motivators.
• Discover your top 10 accounts. Review which customers have traditionally been easy to sell to and/or seen high levels of success with your product. Then prioritize those leads and similar accounts.
• Identify your competitors using the competitive analysis template.

31-60 Days – Execute your plan:

• Consolidate the trends you’ve discovered above to come up with S.M.A.R.T sales goals (Specific, Measurable, Achievable, Relevant, and Time-based). Set goals, based on valid data and information relating to historical performance. These will include the product/service revenues and margins, market share, lead–to–sale conversion rate, and other key data from the sales funnel.
• Define sales key performance indicators – these are numerical numbers that assist you in measuring performance and making data-driven decisions. Setting quantifiable goals to track your progress as a salesperson is critical to your success.
• Identify your top leads by researching your territory and finding out the leads that fit best with your ideal persona.
• Make a plan to meet your quota. Find out how many leads you need to meet with each month to meet your quota.
• Build your route schedule. Following up with prospects regularly is the best way to maintain and grow your relationships. Create a regular routine schedule based on your core customers and opportunities. A schedule will ensure that your deals develop at a steady pace, preventing you from missing any critical portions of your territory.

61-90 Days – analyze and optimize your plan:

• Obtain detailed feedback.  It’s usually a good idea to check in with your clients to see how happy they are with your product or service. You can also interview people who did not convert to find out what went wrong with them. This feedback will help you alter your sales strategy based on the needs of your customers.
• Analyze your results. Explain what you accomplished and how that aligns with the project or team’s overall goals. Focus on your main goals with measurable KPIs.

Frequently asked questions